When IBM Reconfigured Its Sales Force by Assigning Reps to Different

question 70

Multiple Choice

When IBM reconfigured its sales force by assigning reps to different industries,it was using:

• A)Geographic specialization.
• B)Market specialization.
• C)Sales force specialization.
• D)Product specialization.
• E)None of these.

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Definitions:

Cardiac Muscle

A type of involuntary striated muscle found exclusively in the heart, enabling it to contract and pump blood throughout the body.

Smooth Muscle

A type of muscle found in the walls of internal organs and blood vessels, controlled involuntarily.

ACSM

The American College of Sports Medicine, an organization focused on sports medicine and exercise science.

Reps

Short for repetitions, the number of times an exercise movement is performed in a set during strength training.